2018 Banking Outlook Accelerating the transformation - Deloitte

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2018 Banking Outlook Accelerating the transformation - Deloitte
2018 Banking Outlook
Accelerating the transformation
2018 Banking Outlook Accelerating the transformation - Deloitte
2018 Banking Outlook Accelerating the transformation - Deloitte
Foreword

Dear readers

We are delighted to present to you the Deloitte 2018 Banking        Banks and associated markets were categorised across four
Outlook. This looks at significant global macro themes which        key maturity states 1) Digital Champions 2)Digital Smart
resonate for the Irish market.                                      Followers 3) Digital Adopters and 4) Digital Latecomers.

Ireland has one of the highest volume of mobile phone usage         We found that although Irish customers are highly digitally
per capita in the World, this presents a challenge for the Irish    literate and demanding, Ireland is lagging behind when
financial services sector to develop products and services that     benchmarked across the EMEA as a ‘Digital Latecomer’.
meet the Irish consumers’ expectation for a frictionless digital    Specific challenges were highlighted across day to day banking
experience.                                                         experiences and customer engagement.

The banking market’s construct has altered from one of bricks       Our study also highlights the extent to which PSD2 and
and mortar, traditionally held in high regard as a core trusted     Fintech will apply significant market pressure by introducing
institution in the Irish psyche to a Digital service-focused        new “Digital Champions” across the competitive landscape.
market driven by a new generation who are very comfortable          This presents both challenges and opportunities for current
switching to European competitors or slicker more customer-         incumbents in the near term, and much to consider as
savvy Fintechs.                                                     regards customer engagement vision and enabling digital
                                                                    transformation plan.
Innovation is a must to secure a continued place in this
market. Competition is coming in many forms from traditional        We will be launching this study over the next few weeks,
financial institutions to Big Tech players, to small, medium, and   including a deep dive into the areas where the Irish banks
large Fintechs.                                                     have performed relatively well and some of the specific areas
                                                                    identified for improvement.
Innovation won’t just apply to the latest technologies. It will
include reimaging how our day-to-day banking and financial          With change being the only true constant we wish you an
needs are serviced.                                                 insightful read of the concepts and insights in this outlook

Recently Deloitte undertook a Digital Maturity Study of
8,000 customers and 238 Banks across 38 EMEA Markets.
The research illustrates how highly diversified the banking
industry is from the point of view of Digital Maturity. The
‘Digital Champions’ identified across the EMEA have proven          Sincerely
themselves by offering a wide range of functionalities that are
highly relevant to customers, while also managing to deliver        David Dalton
compelling customer experiences.

                                                                                           For more information please contact
                                                                                           Yvonne Byrne ybyrne@deloitte.ie
                                                                                           or
                                                                                           David Conway daconway@deloitte.ie
Brochure / report title goes here |
                                   Section title goes here

Contents

                               Playing the long game                                    1
                                   Customer centricity                                  3

                                   Regulatory recalibration                             4

                                   Technology management                                5

                                   Mitigating cyber risk                                6

                                   Fintechs and big techs                               6

                                   Reimagining the workforce                            7

                               Playing short to aim long                                9
                                   Retail banking: Transitioning to a mobile-centric    9
                                   and digitally anchored institution

                                   Corporate banking: Prioritizing customer            13
                                   experience, technology, and targeting markets

                                   Capital markets: Leading technology adoption        15
                                   for competitive differentiation

                                   Payments: Making the right strategic choices        17

                                   Wealth management: Robo platforms                   18
                                   expanding beyond investment advice

                               Endnotes                                                20

                               Contacts                                                22

1
2018 Banking Outlook: Accelerating the transformation

Playing the long game

For banks globally, 2018 could be a pivotal                            In this outlook we explore the challenges most
year in accelerating the transformation into                           banks face in balancing the need to restructure
more strategically focused, technologically                            their foundations for the long-term with finding
modern, and operationally agile institutions,                          near-term growth.
so that they may remain dominant in a rapidly
evolving ecosystem.                                                    We do so by identifying six macro themes that
                                                                       should be critical for long-term growth: 1) Customer
This metamorphosis is far from easy as most banks                      centricity, 2) Regulatory recalibration, 3) Technology
grapple with multiple challenges: complex and                          management, 4) Mitigating cyber risk, 5) Fintechs and
diverging regulations, legacy systems, disruptive                      big techs, and 6) Reimagining the workforce. Then we
models and technologies, new competitors, and, last                    drill down into five business segments to address how
but not least, an often restive customer base with ever-               these long game themes may begin to play out in the
higher expectations.                                                   next 12 to 18 months (see figure 1).

Figure 1: Six macro themes and five banking businesses

                                Retail banking                                       Corporate banking

                                                                 Regulatory
                                                                recalibration

                                     Reimagining                                     Mitigating
                                         the                                         cyber risk
                                      workforce                  Customer
                                                                 centricity

             Capital markets                     Fintechs and                   Technology             Payments
                                                   big techs                    management

                                                         Wealth management

Source: Deloitte Center for Financial Services

                                                                                                                                                             1
2018 Banking Outlook: Accelerating the transformation

But first, some background on the global economy: Real                 profits leading to a surge in business investments. On
GDP growth should stay healthy across most major                       the flip side though, large unfunded tax cuts could
markets (see figure 2), giving most lines of business                  fuel concerns in bond markets about the long-run
some room for topline expansion. Also, the continued                   sustainability of US budget deficits.
tightening of labor markets in the United States and
more recently in the European Union,1 should fuel                      Finally, backlash against globalization and foreign trade3
income gains and credit expansion for retail banks in                  does not seem to have manifested in damage to cross-
the near term. This favorable situation could also lead                border flows.
to monetary tightening, as the European Central Bank
(ECB) may gradually reduce its quantitative easing                     In the end, banks have to contend not only with running
program, and raise interest rates, as the Fed has done.2               the bank, but also transforming the bank to grow
                                                                       in a sustainable manner. Banks will likely have no choice
Meanwhile, real fixed-business investments and                         but to balance these goals against the exigencies of
corporate profits may also rise, albeit at low rates. And              the day. And those that are able to achieve this balance
corporate tax reform, as currently proposed in the                     could be amply rewarded.
United States, could mean repatriation of US corporate

    Figure 2: Real GDP growth and interest rates

                                                         Real GDP growth global (%)

    10%                                                                                                         Forecast
     8%
     6%
     4%
     2%
     0%
    -2%
             2011                2013                   2015               2017              2019             2021
                EU            Emerging Europe                  Emerging Asia         LatAm            MENA            Japan

    Source: International Monetary Fund, October 2017

                                                   Real GDP growth United States (%)

     3%
                                                                                                                Forecast
     2%
     1%
     0%
             2011                2013               2015                  2017               2019            2021

                                                               Financial rates (%)

     6%                                                                                                         Forecast
     4%
     2%
     0%
             2011                2013               2015                  2017               2019            2021
               Federal funds rate            Yield on 10-year Treasury notes

    Source: Deloitte United States Economic Forecast 3Q 2017

2
2018 Banking Outlook: Accelerating the transformation

Customer centricity                                          expectations, and perhaps are not necessarily grounded
                                                             in a refined understanding of markets and customers.
Long-term sustainable growth in the banking
                                                             As figure 3 shows, banks’ focus on customer experience,
industry seems only possible with a radical
                                                             at least in the United States, does not appear as
departure from a sales- and product-obsessed
                                                             widespread as one might expect.
mindset to one of genuine customer centricity,
and further rationalization of strategies to
                                                             Fortunately, most banks seem to have realized that a
target the right markets, customer segments,
                                                             growing fintech ecosystem, once perceived as a threat,
and solutions.
                                                             can actually be a boon for helping them serve their
                                                             customers, both through emulation and collaboration.4
Although banking has undoubtedly improved in many
                                                             Fintechs, with their laser-sharp customer focus, have
ways in the last couple of decades, most organizations
                                                             shown that it is possible to meet, and arguably even
have not gone through the customer-centric
                                                             exceed, customer expectations.
transformation that other industries have undergone.
With widespread digital disruption, banks may even risk
                                                             But technology is typically only part of the solution.
losing control over customer experience.
                                                             The core objective for most banks is to achieve
                                                             organizational agility, and to do so they should
Of course many banks, global and local, large and small,
                                                             consider embracing innovation, managing talent
have changed their market and customer strategies
                                                             differently, and pursuing key partnerships within
since the financial crisis. Many of these decisions
                                                             a broader ecosystem to manufacture and deliver
may have been forced upon them by regulatory
                                                             solutions for customers.

   Figure 3: US banks, by type, with defined customer experience programs

   Large national bank                            55%                                    37%                   8%

         Regional bank                           50%                                  39%                   11%

      Community bank           16%                                     77%                                     7%

             Credit union            27%                                 59%                               14%

                  Overall                  37%                                  54%                           9%

       Yes             No            Unsure

   Source: DBR Research© February 2017 The Financial Brand

                                                                                                                                                    3
2018 Banking Outlook: Accelerating the transformation

Regulatory recalibration                                    So how can banks operationally achieve this
                                                            modernization? Consider integrating regulatory
2018 presents an opportunity to modernize
                                                            compliance goals—from the standpoint of ownership
regulatory compliance and bring together
                                                            and accountability—with strategic initiatives such as
disparate silos created for individual
                                                            growth, operational simplification, risk management,
compliance goals.
                                                            and cost efficiency. Simply put, regulatory compliance
                                                            should be aligned with business strategy. Not
After a decade of intense scrutiny by regulators
                                                            doing so could put banks at risk of unmet regulatory
globally, banks seem to be sensing some stabilization.
                                                            expectations and subpar performance.
At least in the United States, new rulemaking appears
to have abated. There are also signs of divergence
                                                            Regulatory compliance should also figure prominently
among national regulators, who, after a period of
                                                            into the “portfolio of change” that banks need to
unprecedented coordination following the financial
                                                            make and manage—at both the individual business
crisis, appear to be pursuing paths suited to regional
                                                            and enterprise level. This portfolio of change requires
and national priorities. For example, many global
                                                            leaders to consistently apply a standard of due
firms are dealing with varying local market needs and
                                                            care in managing businesses. Heightened focus on
regulatory mandates, and more recently, with differing
                                                            executive accountability is also being codified in
views on key prudential regulations, such as the still-
                                                            regulatory expectations such as the Senior Managers
pending aspects of the Basel III regime.5
                                                            Regime in the UK.8

But expectations of a broad regulatory pullback
could be misplaced. Some US regulations are being
reviewed and may be amended, such as the Volcker                 In the face of Brexit uncertainty, banks prepare
Rule,6 regulations around governance expectations of             for maximum change
bank boards, and the size threshold for systemically
                                                                 The uncertainty over Brexit negotiations between the
important institutions. However, higher capital and
                                                                 United Kingdom and the European Union is forcing banks
liquidity requirements, stress testing, and recovery and
                                                                 to prepare maximum change contingencies that have the
resolution planning will likely remain intact. Compliance
                                                                 potential to be operationally disruptive, legally challenging,
expectations, especially around fair treatment of
                                                                 and financially demanding.
customers and executive accountability, are expected to
stay elevated. Regulators are also expected to maintain
                                                                 Institutions are taking on the tough task of setting up new
vigilant enforcement programs and to demand more
                                                                 operational entities in Europe following the potential loss of
data from banks to test the operational integrity of
                                                                 “passporting” arrangements for UK-regulated entities. After
complex institutions—especially when under stress.
                                                                 which they will have to determine the size and scope of these
                                                                 new entities, relocate or hire new personnel, commit fresh
In Europe, the Markets in Financial Instruments
                                                                 capital to meet local regulatory demands, and revamp recovery
Directive II regime and proposed EU rules to establish
                                                                 and resolution plans to address these new challenges to their
intermediate holding companies—similar to those
                                                                 operational integrity.
required under US regulation—should continue to
be significant priorities for global banks. Additionally,
                                                                 Some banks have already taken action in this regard. Others
the second Payments Service Directive (PSD2) regime
                                                                 may yet act in defense of their competitive position and to
could have spillover effects across geographies.7
                                                                 protect their ability to operate smoothly. These decisions
Data protection rules, especially the General Data
                                                                 are likely to create long-term impacts not only for banks,
Protection Regulation, should further add to the
                                                                 but also for London as a global financial center. Eventually
compliance burdens.
                                                                 these shifts could contribute to fragmentation of banking
                                                                 and capital markets businesses on the continent, with
                                                                 unforeseen implications.

4
2018 Banking Outlook: Accelerating the transformation

Technology management                                       this is not a new concept for banks, but there is often
                                                            a need for a significant ramp-up in externalization to
To help banks become more agile, bank CIOs
                                                            ensure that the institution remains competitive in the
should manage their portfolio of technology
                                                            marketplace. Banks’ technology groups can play a key
assets to emphasize activities that truly
                                                            role in orchestrating this new model of externalization,
differentiate the bank. Externalization efforts
                                                            and ensure that these efforts have the greatest
should be focused on generic functions with an
                                                            business impact.
emphasis on cost efficiencies.
                                                            Admittedly, externalization is not the answer for every
Technology resources at most banks are becoming
                                                            core activity—there will still be some activities, such as
difficult to manage, with a hodgepodge of systems,
                                                            compliance and risk management, that will usually be
platforms, software, and tools—much of it legacy
                                                            maintained internally, and for which internal technology
infrastructure that demands significant resources
                                                            support would remain critical.
and capital to ensure that operations run smoothly.
As such, modernizing core operating infrastructure
                                                            Managed services for mission-critical activities that
is an obvious priority. Modernization ranked as the
                                                            require specialized technical talent, but offer limited
most important IT trend for nearly a quarter of global
                                                            competitive differentiation to the firm,11 are one
banking respondents in the 2016 Ovum ICT Enterprise
                                                            example of externalization. Additionally, external
Insights survey.9
                                                            service providers could automate compliance processes
                                                            to eliminate hours of manual labor, but with bank
To “change the bank,” CIOs have to simultaneously
                                                            employees handling the final layer of analysis and
ensure that new solutions sourced from multiple
                                                            reporting to maintain accountability to regulators.
external vendors are integrated to maximize value
creation, while minimizing internal disruption. To make
                                                            An externalization strategy typically also means
this happen, tech budgets at banks will likely continue
                                                            more discipline in selecting technology vendors, with
to expand; Gartner’s research shows the global banking
                                                            greater emphasis on high-quality software asset and
industry will spend $519 billion on IT in 2018, up 4.1
                                                            business expertise (in mortgage servicing versus
percent year over year (YoY) from $499 billion in 2017.10
                                                            demand-deposit-account processing, for instance).
                                                            Multi-business institutions may prefer a hub-and-
Money itself is not typically enough. In their drive
                                                            spoke model—with a wide variety of domain-specific
to simplify and modernize, and to build technology
                                                            third-party relationships—and reconfigured vendor
agility, banks should ask themselves three important
                                                            contracting, risk management, and oversight
questions:
                                                            practices, accordingly.

1. How can they best manage the portfolio of
                                                            Externalization can also play a pivotal role in application
   technology assets to deliver the most impact for
                                                            modernization—in the form of rationalization,
   businesses?
                                                            replatforming, refactoring, or rewriting code, and
2. What is the right level and type of technology           enabling platforms to migrate to the cloud.
   externalization (i.e., the use of third-parties to
   design, develop, and manage technology solutions)?       In 2018, we expect a “modest step to a big leap”
3. How do they direct development resources toward          in the way technology units within banks begin
   only the activities that truly create competitive        to transform themselves and redefine both their
   differentiation?                                         role and value within the organization. Breaking
                                                            institutional barriers to such change may prove to be a
Fortunately, the proliferation of technology vendors and    big challenge.
platforms, and the maturation of cloud solutions, has
made technology externalization more viable. Of course

                                                                                                                                                   5
2018 Banking Outlook: Accelerating the transformation

Mitigating cyber risk                                         For example, as automation kicks into high gear
                                                              through robotic process automation (RPA) and cognitive
The potential for cyber risk has been increasing
                                                              technologies, developing cyber security protocol in
with greater interconnectedness in the banking
                                                              the design and oversight of these systems will be key.
ecosystem, rapid adoption of new technologies,
                                                              Similarly, as banking inevitably intersects with the
and continued reliance on legacy infrastructure
                                                              Internet of Things (e.g., smart watches, AI devices); cyber
designed for a different age.
                                                              risk will have to become a dominant component in every
                                                              decision. Open application programming interfaces
These challenges are generally well-recognized—
                                                              (APIs) are another example of cyber vulnerability that will
cyber risk is a top concern for financial services risk
                                                              need particular attention.
managers.12 Staying ahead of changing business
needs and addressing threats from increasingly more
                                                              As it relates to regulations, banks could be leaders
sophisticated actors are top challenges for executives.13
                                                              by exceeding mandatory state and federal regulatory
                                                              compliance directives and ensuring robust cyber risk
This level of maturity is also reflected in the way cyber
                                                              management systems.
risk is currently managed at many banks. In particular,
funding for cybersecurity continues to increase
                                                              Fintechs and big techs
and there is greater cooperation among banks,
counterparties, and regulators, including sharing of          Fintechs continue to lead innovation in the
information and best practices. Also, many banks              banking industry by sharpening their focus on
have been able to recruit specialized talent into their       customer experience. Banks face a number
cybersecurity units.                                          of choices: replicate what fintechs are doing,
                                                              respond with equally innovative solutions,
Yet cyber risk is only getting more complex, and in           become more symbiotic and less competitive,
ways that are not fully understood and predictable by         or pursue a mix of these strategies that fit their
many. Hence, there is more to be done to make sure            unique capabilities and market positions.
that cyber risk is baked into the bank’s operations ex
ante, as opposed to ex post. That begins with building a      Although fintechs have undeniably made their mark on
robust culture of due care across the organization, and       the banking industry, many would agree that they have
ensuring that cyber security is a key consideration in the    “failed to disrupt the competitive landscape.”14 It seems
design of business processes, strategy, and innovation.       premature to view fintechs and other nonbank players
                                                              through the disintermediation lens. Incumbents will
Since the transformation underway in many banks is            likely maintain market leadership due to three factors
largely technology-driven, they should ensure cyber risk      that work in their favor: 1) regulatory barriers to entry;
is explicitly considered and managed in every aspect          2) the natural inertia of customers to switch; and 3) the
of change—whether overhauling legacy systems or               capital to absorb, partner with, or replicate fintechs.
adopting new technologies. This focus on cyber risk as
a critical element in almost every aspect of business         However, it should be acknowledged that many
will have numerous benefits. This includes the ability to     fintechs have created innovative solutions that “are
improve speed to market and the ability to make firms         setting new and higher bars for user experience.”15 But
more resilient and responsive to market needs, which is       what these fintech and other nonbank tech players in
the very definition of agility. In short, cyber risk should   the banking space appear to represent is perhaps a
be a core decision-making factor in everything banks do       changing ecosystem.
to transform and become agile.

6
2018 Banking Outlook: Accelerating the transformation

As for technology behemoths’ acquiring banking               Reimagining the workforce
charters and posing a threat to incumbents, achieving
                                                             Banks should consider rethinking their
regulatory compliance and inducing customers to switch
                                                             workforce strategy given how work is evolving—
can be daunting tasks. Instead, these firms will likely be
                                                             with increasing automation18 and greater
more successful servicing and partnering with banks,
                                                             diversity in the labor pool.
especially in the area of data sourcing, data analytics,
and cognitive technologies.16
                                                             There is little doubt that automation is rapidly
                                                             transforming work, and advances in technologies such
Learning from fintechs and technology firms
                                                             as quantum computing will likely only accelerate this
could also help banks rethink their competitive
                                                             change. A seemingly natural reaction to the inevitability
benchmarking. As fintechs and other nonbank players
                                                             of an increasingly automated world could be to
encroach on various business lines (e.g., lending,
                                                             speculate about the impact on jobs,19 yet alleviating
payments, trading, wealth management), it may
                                                             “automation anxiety” in banking is far from new.20 For
behoove incumbents to compare with those they
                                                             example, ATMs allowed banks to reorient tellers to sales
consider best-in-class in terms of the capabilities and
                                                             and advisory roles from purely transactional activities.21
solutions. This expansive view of competition can
make them less vulnerable to future threats.
                                                             The future workforce is expected to also be more
                                                             diverse than it is today. In addition to permanent
To this point, banks can develop a more nuanced
                                                             employees and contractors, it will likely include
approach to fintechs by disaggregating the impact
                                                             freelancers who work with multiple banks, fintech
of fintechs on various business functions, including
                                                             hackathoners to generate novel solutions, and even
operations, finance, and marketing.17 Exploring open
                                                             robots that work alongside humans.22
APIs can also be important, as open banking would
speed the integration into the rapidly morphing
                                                             While it is tempting to think that technical talent
fintech-based ecosystem. The all-important byproduct
                                                             might be all that a bank really needs to succeed in a
of all of these efforts would be that incumbents
                                                             technology-driven world, it would be short-sighted to
become more adept at developing solutions that
                                                             ignore the value of enduring human skills. Banks should
customers (existing and prospective) want and need.
                                                             continue to align the organization more deliberately
                                                             with the values of employees as part of corporate social
                                                             responsibility (CSR) and environmental, social, and
                                                             governance (ESG) efforts.

                                                                                                                                                   7
2018 Banking Outlook: Accelerating the transformation

How prepared are institutions for this transformation?                 As part of this transformation, banks will likely
So far, only 17 percent of global executives across all                need to reorient existing workforces to be
industries, let alone banking, responding to the Deloitte              collaborative and inclusive, while providing them
Human Capital Trends survey say they are ready to                      with more integrated employee experiences—from
manage this diverse workforce of people.23                             recruitment to retirement—to mirror the richer
                                                                       customer experience that the workforce is enabling.
Bankers would need upskilling to work more effectively                 This workforce experience would have to be
in a digital environment, according to the MIT Sloan                   designed to accommodate a work-life balance,
Management Review and Deloitte Digital’s global study                  a purpose-driven career, and of course it should
(see figure 4).24 One global example is Singapore’s                    be digitally enabled.
DBS Bank, investing SG$20 million to train its existing
workforce in digital banking and emerging technologies,
via an artificial intelligence (AI)-powered e-learning
platform, curated curriculum, and module delivery.25

     Figure 4: The need and the will to reskill banking talent

                  78%                                                     56%                                                      60%
                                                    so                                                    and
           Banking executives either                             Banking executives are taking                               Banking executives say
         strongly agree or agree their                             on projects that require                                 that their organization is
            work is going to change                                   learning new skills.                                developing digital talent and
          considerably over the next                                                                                      driving continuous learning
         three to five years as a result                                                                                   via experiences by working
           of digital business trends.                                                                                    on opportunities across the
                                                                                                                                  organization.

     Sources: 2017 MIT Sloan Management Review and Deloitte Digital’s global study; Deloitte Center for Financial Services analysis.

8
2018 Banking Outlook: Accelerating the transformation

Playing short to aim long

We’ve discussed six broad macro themes that banks              Deposit pricing pressures, as now seen in wealthier
should consider baking into both their strategies and          customers’ accounts, could restrict the growth in
thinking around long-term, sustainable growth. We              net interest margins (NIMs),26 a headwind that would
consider this exercise the long game, and realize that         prove challenging even if the yield curve in the United
the industry is in the initial stages. Accordingly, a way to   States steepens later in the rising interest-rate cycle.
address how the themes of this long game play out in           However, strong retail deposit bases—linked to
the next 12-to-18 months might be to examine how they          solid digital offerings and the ability to acquire
are being addressed along five broad business lines.           new deposits—will likely drive better ability
                                                               to sustain margins. The resulting flexibility
At a high level, retail and commercial banking should          in credit selection and pricing should support
continue to grow at a healthy pace, but the challenge          better asset quality and capital positions
might be to adapt to a mobile-centric, customer-               through the credit cycle.
oriented world in which automation is increasing.
Payments and capital markets businesses will likely            This context is important to frame the growing
witness the most change, with the former seeing                dominance of the mobile channel. It is fast replacing
unprecedented disruption, and the latter undergoing a          the branch as the focal point of the banking experience,
shift in the basis of competitive differentiation. Wealth      achieving engagement even beyond that of online
management, on the other hand, would need to evolve            banking (see figure 5).27 Mobile is also rising to the fore
with the ongoing democratization of financial advice.          in critical processes in the customer lifecycle, and within
                                                               key demographics—Millennials and mobile banking
Retail banking: Transitioning to a mobile                      consumers are most likely to demand improvement in
centric and digitally anchored institution                     the account opening experience, according to a recent
                                                               Deloitte study.28
Banks should capitalize on the shift to a mobile-
centric world by reorienting targeting strategies,
                                                               Yet viewing mobile as just another channel is myopic.
product portfolios, and delivery models.
                                                               Mobile technology is not only a tool to enhance
                                                               customer experience but it can also raise productivity
The United States is in the midst of the first interest
                                                               in other channels (see figure 5). For instance, Umpqua
rate increase cycle in over a decade. Signs of monetary
                                                               Bank is piloting software that allows in-branch
tightening are also visible in the United Kingdom and
                                                               representatives to also serve as personal bankers on
Europe as economic growth strengthens. Banks that
                                                               digital channels.29
successfully target customers through sophisticated
data analytics, make compelling product offers, and
deliver strong digital experiences, could gain funding
advantages and see slower increases in deposit costs.
This targeting can be important, as post-crisis liquidity
rules, particularly the liquidity coverage ratio, could fuel
price wars for sticky retail deposits.

                                                                                                                                                      9
2018 Banking Outlook: Accelerating the transformation

     Figure 5: Mobile at the epicenter of customer experience

                                                        Banking model of the past

                                                                    Bank branch

                            Call center                    Online                 Mobile                   Mail

                                                      Banking model of the future

                                                                      Mobile
                                                Bank branch                                Online

                                     Call center                                                    Mail

                                                                      Open APIs
     Source: Deloitte Center for Financial Services

10
2018 Banking Outlook: Accelerating the transformation

A strong mobile offering can also make the customer
a partner in compliance. Banks can use rewards or
discounts to incent customers to provide consent or
verify information on an app, for example, to speed up
compliance and drive down costs. Verifying customer
identity with facial recognition technology is another
application that can enhance experience and reduce
onboarding costs.30

The question, again, is how? US banks in particular
appear to be lagging in adopting more mobile-centric
and agile delivery models, but they can make the
transformative leap if they redouble their
efforts to rebuild their institutions around
digital (see figure 6). Retail banking incumbents in
Europe and Asia seem farther along this journey,
and are creating radically different business models
that may even cannibalize existing businesses.
Regulation appears to be playing a key role in driving
this change—PSD2 in Europe, and particularly the
Open Banking Standard in the United Kingdom, have
transformed rules on access and use of customer
data, as well as lowered entry barriers.31 These shifts
are causing both banks and fintechs to also reevaluate
how data are leveraged to reimagine customer
experiences in an interconnected digital ecosystem.

The confluence of regulatory, technology, and
balance-sheet strategies is important to this digital
transformation. To adapt to these deep shifts,
institutions are making what appear to be surprising
strategic choices. Some examples are storied
investment banks—such as Goldman Sachs32—now
creating competitive, digitally driven retail banking
franchises.

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2018 Banking Outlook: Accelerating the transformation

     Figure 6: Rebuilding institutional structure anchored on digital

                                                 Rebuilding institutional structure

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         11110111000001110111011110101010101110111000001101111010101010111010000
         01110110111110111000001110111011110101010101110111000001101111010101010
         11101000001110110111110111000001110111011110101010101110111000001101111
         01010101011101000001110110111110111000001110111011110101010101110111000
         00110111101010101011101000001110110111110111000001110111011110101010101
         11011100000110111101010101011101000001110110111110111000001110111011110
         10101010111011100000110111101010101011101000001110110111110111000111110
         00011101110111101010101011101110000011011110101010101110100000111011011
         11101110000011101110111101010101011101110000011011110101010101110100000
         11101101111101110000011101110111101010101011101110000011011110101010101
         11010000011101101111101110000011101110111101010101011101110000011011110
         10101010111010000011101101111101110000011101110111101010101011101110000
                Automation          Artificial intelligence       Agile
         01101111010101010111010000011101101111101110000011101110111101010101011
         10111000001101111010101010111010000011101101111101110000011101110111101
         01010101110111000001101111010101010111010000011101101111101110000011101
         11011110101010101110111000001101111010101010111010000011101101111101110
         0000111011101111010101010011101110000011011110101010101110100000111011
         00001110111011110101010101110111000001101111010101010111010000011101101
         11110111000001110111011110101010101110111000001101111010101010111010000
         01110110111110111000001110111011110101010101110111000001101111010101010
         11101000001110110111110111000001110111011110101010101110111000001101111
         01010101011101000001110110111110111000001110111011110101010101110111000
         00110111101010101011101000001110110111110111000001110111011110101010101
         11011100000110111101010101011101000001110110111110111000001110111011110
         10101010111011100000110111101010101011101000001110110111110111000111110
         00011101110111101010101011101110000011011110101010101110100000111011011
         11101110000011101110111101010101011101110000011011110101010101110100000
         11101101111101110000011101110111101010101011101110000011011110101010101
         11010000011101101111101110000011101110111101010101011101110000011011110
         10101010111010000011101101111101110000011101110111101010101011101110000
                          Anchored                   on digital
         01101111010101010111010000011101101111101110000011101110111101010101011

                          Raise employee                Aquire/engage    Make customers a      Engage with fintechs
                           productivity                   customers     driver of compliance    and other players
                                                                                                 on platforms via
                                                                                                    open APIs

     Source: Deloitte Center for Financial Services

12
2018 Banking Outlook: Accelerating the transformation

Corporate banking: Prioritizing customer                         In 2018, it would be wise to target prudent loan
experience, technology, and targeting                            expansion in the expanding middle market, with
markets                                                          revenue projected to increase 6 percent in the next
                                                                 12 months.36 In the United States, JPMorgan Chase is
In 2018, corporate banking divisions will likely
                                                                 already seizing the opportunity, making middle market
target growth in select markets and make
                                                                 lending a centerpiece of its growth strategy.37 Similarly,
technology investments that enhance customer
                                                                 National Australia Bank has announced it will cut down
experience and simplify operations.
                                                                 the length of contracts and processes by one third for
                                                                 small business clients.38
Global commercial and industrial (C&I) lending has
been a mixed bag; Europe has witnessed caution as
                                                                 Fee income also presents mixed growth prospects.
nonperforming loans (NPLs) hit new highs,33 while
                                                                 Improved economic growth in the United States and
in China historically high NPLs have been curtailed
                                                                 Europe, the Middle East, and Africa (EMEA) should
as authorities force banks to improve their balance
                                                                 support commercial and transaction banking, and
sheets.34 In the United States, despite tepid loan
                                                                 international payments revenues (see figure 7). Yet risk
demand, rising rates have benefitted C&I lending.
                                                                 from the backlash against globalization could impact
                                                                 volumes in trade flows and international payments, for
However, C&I NIMs could be impacted by rising US
                                                                 instance. Otherwise, following several solid years leading
corporate deposit rates. A slowdown in commercial real
                                                                 to M&A’s deal volume remaining elevated and corporate
estate lending could further dampen margins, although
                                                                 debt issuance crossing the $1 trillion mark in 2017,39
regulatory proposals to simplify capital rules for real
                                                                 primary issuance and the M&A advisory businesses
estate lending by small and regional banks35 could boost
                                                                 could stabilize in 2018 (see figure 8).
loan growth.

   Figure 7: Performance of the commercial and transaction banking and treasury services business ($M)

    100,000                                                                                                         32,000

     75,000                                                                                                         24,000

     50,000                                                                                                         16,000

     25,000                                                                                                         8,000

          0                                                                                                         0
                       FY15                     FY16                    FY17E                       FY18E

       Revenues (left axis)        Operating expenses (left axis)             Profits (right axis)

   Source: Tricumen forecasts

   Note: Revenues reflect aggregate data of six major US and European banks.

                                                                                                                                                          13
2018 Banking Outlook: Accelerating the transformation

     Figure 8: Performance of the M&A advisory and primary issuance business ($M)

     50,000                                                                                                        25,000

     40,000                                                                                                        20,000

     30,000                                                                                                        15,000

     20,000                                                                                                        10,000

     10,000                                                                                                        5,000

          0                                                                                                        0
                        FY15                      FY16                   FY17E                     FY18E

        Revenues (left axis)         Operating expenses (left axis)          Profits (right axis)

     Source: Tricumen forecasts

     Note: Revenue reflect aggregate data of 13 major US and European investment banks.

Meanwhile, many corporate customers, like their                    fit for blockchain’s ability to eliminate duplication and
retail counterparts, are demanding seamless, tailored              errors inherent in a business hinging on multi party
product and service choices with user-friendly                     transactions. Already, seven large banks in Europe have
interfaces. Hence, streamlining front-end operations               partnered with IBM to construct a blockchain to conduct
could be an essential priority in 2018. Mobile and online          cross-border transactions for their small- and medium-
banking emerged as the top IT priority for nearly half of          size business clients.40
the global corporate banking respondents in the 2016
Ovum ICT Enterprise survey.                                        Technology-enabled, front-end platforms should
                                                                   enable banks to cross-sell fee-based services to
With this backdrop, corporate banking groups                       customers more efficiently. Banks that pool data into
should ramp up their digitization efforts,                         lakes, for example, should enable the data to be tapped
especially in businesses that still heavily rely                   by sales personnel via digital interface at client meetings.
on manual, paper-based activities.                                 These digital tools with cross-business data could allow
                                                                   junior bankers to work directly with customers without
But digitization without reexamining and improving                 relying on the relationships of senior bankers, while also
business processes first can be counterproductive.                 eliminating multiple roles in service delivery, all of which
Take RPA for example, which is likely to gather steam in           would reduce operating expenses.
2018, where it is important to ensure that inefficiencies
are addressed by rethinking how work is done rather
than just throwing a bot at the problem. We also
expect blockchain to gain traction, especially in trade
finance and corporate payments, given their natural

14
2018 Banking Outlook: Accelerating the transformation

Capital markets: Leading technology                              unpredictable revenue pool by mutualizing post-trade
adoption for competitive differentiation                         overhead across participants. Additionally, firms with
                                                                 the right talent to make this transformative leap will
Automation and AI are changing many of
                                                                 likely win market share. Once monetary policy tightens
the drivers of competitive differentiation
                                                                 across global markets and volatility returns—there is no
in capital markets—in the front and back
                                                                 empirical reason for it to remain as low as it has been—
office—creating substantive knock-on effects
                                                                 we think that banks that build the right capabilities
on operations, talent, and business strategy.
                                                                 and make the strategic choice to ride out near-
                                                                 term pressures (see figure 9) to stay with the FICC
Fixed income commodities and currencies (FICC) trading
                                                                 business could see big pay-offs.
has been emblematic of ups and downs in capital
markets activity in recent years. Therefore it seems a
                                                                 Examples of intelligent automation to create leaner
good candidate to assess the transformation that banks
                                                                 front-offices and new products are becoming more
can undertake to make the business more profitable
                                                                 common. For instance, Goldman Sachs has deployed
and sustainable.
                                                                 bots to trade odd lots in corporate bonds so that
                                                                 human traders can focus on more lucrative work.41
Many banks scaled back FICC desks due to post-crisis
                                                                 AI is also fueling innovation, as in UBS’ “adaptive
regulation, higher operating costs, and a shrinking
                                                                 strategy” offering that customizes strategies for
revenue pool. However, front-office technology
                                                                 clients.42 Sophisticated predictive analytics applied
innovation, especially cognitive automation, can bring
                                                                 to transaction data are giving bankers the ability to
efficiencies and possibly new sources of growth. In the
                                                                 anticipate client needs better.
back office, the industry can confront a smaller and

   Figure 9: FICC performance ($M)

   90,000                                                                                                          20,000

   80,000                                                                                                          18,000

   70,000                                                                                                          16,000
                                                                                                                   14,000
   60,000
                                                                                                                   12,000
   50,000
                                                                                                                   10,000
   40,000
                                                                                                                   8,000
   30,000
                                                                                                                   6,000
   20,000                                                                                                          4,000
   10,000                                                                                                          2,000
        0                                                                                                          0
                    FY15                      FY16                     FY17E                     FY18E

       Revenues (left axis)       Operating expenses (left axis)           Profits (right axis)

   Source: Tricumen forecasts of aggregate performance of 13 major US and European investment banks.

                                                                                                                                                         15
2018 Banking Outlook: Accelerating the transformation

     Figure 10: Equities performance ($M)

     50,000                                                                                                       10,000
     45,000                                                                                                       9,000
     40,000                                                                                                       8,000
     35,000                                                                                                       7,000
     30,000                                                                                                       6,000
     25,000                                                                                                       5,000
     20,000                                                                                                       4,000
     15,000                                                                                                       3,000
     10,000                                                                                                       2,000
      5,000                                                                                                       1,000
          0                                                                                                       0
                       FY15                      FY16                      FY17E                      FY18E

         Revenues (left axis)         Operating expenses (left axis)            Profits (right axis)

     Tricumen forecasts of aggregate performance of 13 major US and European investment banks.

These technologies, along with the others such as                    Banks’ ability to stay ahead of these trends may
blockchain, are also spurring change in the middle and               determine the success and stability of their business
back office. However, more likely needs to be done. True             models. The migration to electronic trading in high-
externalization—in which the infrastructure and the                  margin products, like interest-rate swaps and greater
operations are run by a third party—may need to take                 price transparency with reporting requirements could
hold as many capital markets businesses have become                  result in increased margin pressure (see sidebar on page
too costly to operate due to smaller revenue pools.                  17, “A MiFID II clean-up beckons.”)
Engaging specialized technology-enabled providers
can be one way to more profitably manage these                       Finally, ongoing regulatory change makes for a
businesses.                                                          demanding agenda. A material rewrite of the Volcker
                                                                     Rule could create vast changes in banks’ strategies
Beyond technology, shifting talent needs reflect new                 and market structure. Proposed rules in the European
drivers of business opportunity and shift risk. Hiring               Union, such as the creation of intermediate holding
high-quality data modelers and cyber-risk experts has                companies for European entities that would be subject
become a priority. Changing client needs and greater                 to EU prudential regulation, may result in meaningful
industry convergence also often necessitate that banks               operational and legal shifts. Additionally, Brexit
augment pure industry specialists with domain-                       continues to pose major challenges for many global
specialists (e.g., an expert in platform business models             banks (see sidebar on page 4, “In the face of Brexit
who serves clients in multiple industries).                          uncertainty, banks prepare for maximum change”).

16
2018 Banking Outlook: Accelerating the transformation

     A MiFID II clean-up beckons                          drift into “informal” channels are going to
                                                          require vast operational shifts. And while buy-
     Many banks with global capital markets
                                                          and sell-side firms have begun to reshape
     operations, particularly those in the United
                                                          their business models in response to the
     States, have been late in appreciating the
                                                          unbundling of research from other services,
     sheer implications of the recording, reporting,
                                                          this recalibration could have vast implications
     and transparency requirements of MiFID II.
                                                          for the investment industry.43
     Many firms are still scrambling to meet the
     fast-approaching January 3, 2018 compliance
                                                          The scale and the relative unpreparedness by
     deadline, and much of the compliance achieved
                                                          many for MiFID II suggests that a significant part
     by that date could be imperfect and disorderly
                                                          of 2018 may be devoted to beefing up effective
     for many institutions.
                                                          compliance and reevaluation of business models.
                                                          Even those few that are ahead of the curve may
     Many data-reporting structures still need
                                                          find themselves working to truly embed these
     to be adequately refined. Client-facing
                                                          requirements into business processes, and
     compliance processes, such as recording calls
                                                          respond to the competitive implications.
     or ensuring that client conversations do not

Payments: Making the right strategic                      account information for third-party applications,
choices                                                   shifting ownership of this data to the customer. Adding
                                                          to the regulatory developments, the Interchange Fee
Incumbent payment providers have to                       Regulation of the European Union, in 18 months of
make tough choices on whether to be one-                  its implementation, has potentially axed €2 billion in
stop providers of traditional and digital,                credit card interchange revenue, while allowing an
frictionless solutions, or to leave some of               “Honor All Cards” rule (requiring merchants to accept
the payments pie to the exclusive domain                  cards of certain schemes) for the cards subject to
of fintechs and other emerging players.                   interchange fees.46
The competitive dynamics in the payment industry
continue to intensify both among incumbents and           But these developments have not slowed many
alternative digital payment providers. A big challenge    incumbents’ efforts to maximize the potential in
that incumbents face in this changing payment             traditional businesses. An example: card-issuing
landscape is how to stay relevant to their customers      banks are flooding the market with reward-based
while finding new income streams, especially as           products;47 global card purchase volumes increased by
benefits from managing the “float” diminish with          5.8 percent to $20.6 trillion in 2016, according to The
faster, digital payments.                                 Nilson Report.48 Part of this growth is due to incumbents
                                                          astutely adapting to “invisible” digital channels, such as
In the United States, the Faster Payments Task Force’s    online, mobile, and even AI (e.g., machines ordering and
Call to Action and the launch of Zelle (a bank-owned      paying for their own fuel or supplies).
peer-to-peer payments solution partnered with a
number of major US banks) mark an evolutionary            Retail and corporate customers today also have an
leap to catch up with other parts of the world, and are   increasing number of choices of non-payment-card
geared to benefit the US customer.44,45                   digital payment solutions, offered through agile
                                                          e-commerce players and fintechs. Investment firms
In Europe, the upcoming PSD2 could push banks to          have poured in $5.2 billion in payment fintechs alone
open their APIs to third-party providers, enabling        in 2017, representing almost 40 percent of the total
them to build new solutions on top of banks’ data. It     fintech investment in the banking industry.49
would also allow customers to authorize using bank

                                                                                                                                               17
2018 Banking Outlook: Accelerating the transformation

Increasingly, active collaboration with alternative digital   Wealth management: Robo platforms
players, in the form of partnerships or acquisitions, may     expanding beyond investment advice
be necessary, instead of colliding with them as threats.
As part of this approach, incumbents should also
                                                              Banks’ wealth management units should
prepare for the inevitability of open architecture, such
                                                              keep the focus on the customer, as
as open APIs.
                                                              the migration to fee-based accounts
                                                              accelerates and robo-advice becomes
Banks have taken several approaches to the evolving
                                                              pivotal to both distribution and the
ecosystem. Take peer-to-peer (P2P) payments,
                                                              brand.
for example, where banks are creating their own               Access to high-quality advice is being democratized
solutions, partnering with other banks (e.g., Zelle), and     like never before—mass-market and mass-affluent
participating in third-party platforms such as Venmo.         customers are now able to avail themselves of services
                                                              that were previously affordable only to high-net-worth
Mastercard’s acquisition of Vocalink is another example       clients. For instance, UBS wealth management’s
of an incumbent expanding outside its core business.50        SmartWealth digital platform in the United Kingdom
Vantiv is going for scale, acquiring Worldpay to combine      provides real-time advice to clients at a minimum
in-store transactions’ complementary capabilities with        investment level of £15,000.53
online payments processing and expanding into the
European market.51                                            Higher standards of client service were already
                                                              taking hold as a point of differentiation in the wealth
Merchants are also getting fairly active in the payment       management business, but the Department of Labor
space. They are now expanding payment options to              Fiduciary Rule seems to have further accelerated
drive customer engagement. Some are eliminating               and codified this trend in the United States.54 In the
intermediaries altogether with a horizontal digital           United Kingdom, the Financial Conduct Authority’s
payment solution (e.g., Amazon Pay).                          annuity provider rules, encouraging more competitive
                                                              shopping by consumers, similarly aimed to raise the
Of course, rapidly growing e-commerce is a catalyst           bar on client care.55 The changes these rules have set
for all of this payment innovation. But at the same           in motion in terms of the shift to fee-based models and
time, brick-and-mortar is still relevant and an astute        rationalization of product portfolios are only likely to
customer-experience-enhancing strategy should include         accelerate in 2018.56
omni-channel.
                                                              The homogenization of products and the secular
Banks could also focus on data monetization, as               shift toward passive investing could accelerate
traditional revenue streams could dry up. They should         fee and margin pressure even as absolute
also invest in big data and analytics that mesh with          revenues continue to grow. As a result, commission-
their own unique data to yield richer insights to, and        based accounts may get cheaper to attract assets and
about, their customers for further innovation and better      compete with fee-based accounts.
business decisions.
                                                              These pressures will likely require wealth management
The survivors in this rapidly evolving payment                units at banks to balance several factors: pricing,
landscape will likely be those who are nimble and well-       product portfolio, and distribution.
informed; or they may need to be fast followers who
are able to leverage the intelligence they gather from
the ecosystem to execute strategies that get quickly
into the market.52

18
2018 Banking Outlook: Accelerating the transformation

Importantly, these shifts are occurring as wealth
management becomes pivotal to banks’ revenues,
and becomes more tightly integrated with traditional
consumer banking offerings and some key capital
market products as well. As a consequence, wealth
management services could become the anchor
for customer relationships in critical segments,
especially among the mass affluent.

The key to this transformation is likely not only
to continue to strengthen core digital advice
technologies. It will also rapidly expand investment in
deeper and richer data sets, self-learning algorithms to
drive critical customer-facing activities like chat bots,
or more sophisticated and customized investment
decision-making.

These digitization and automation initiatives can also
contribute to greater advisor productivity,57 and help
solidify customer relationships. Next-gen, intelligent,
and comprehensive robo platforms can also become
central to the distribution of even non-wealth
products, such as mortgages, CDs, or credit cards.

Even as firms experiment and expand digital capabilities,
firms should also work to make robos a powerful,
tangible, and differentiated representation of their
brand. Customers might increasingly view these digital
interactions as the focal point of reference for their
varied financial needs.

                                                                                                              19
2018 Banking Outlook: Accelerating the transformation

Endnotes

1    Editorial Board, “Euro-Zone Tapering Is a Delicate Task,” Bloomberg View, October 25, 2017.

2    Ibid.

3    Buttonwood, “Globalisation Backlash 2.0,” Buttonwood’s Notebook (blog), The Economist, July 27, 2016.

4    HSBC, “Fintech Can Help Banks With Stiffer Compliance,” press release, June 23, 2017.

5    John Heltman, “Role Reversal: U.S. Leads Race to Bottom in Global Bank Rules,” American Banker, September 18, 2017.

6    Office of the Comptroller of the Currency, “OCC Solicits Public Comments on Revising the Volcker Rule,” press release, August 2, 2017.

7    Stephen Ley and Steven Bailey, “PSD2 Opens the Door to New Market Entrants: Agility will be Key to Keeping Market Position,”
     Deloitte UK, March 2016.

8    Cindy Chan, Natasha de Soysa, David Strachan, Dominic Graham, and Richard Burton, “Senior Managers Regime: Individual
     Accountability and Reasonable Steps,” Deloitte EMEA Centre for Regulatory Strategy, April 2016.

9    2016 Ovum ICT Enterprise Insights Survey.

10 Gartner, “Forecast: Enterprise IT Spending for the Banking and Securities Market, Worldwide, 2015-2021, 3Q17 Update,”
   October 30, 2017, https://www.gartner.com/document/3821565?ref=ddrec.

11 Val Srinivas, Urval Goradia, and Richa Wadhwani, “Managed Services: A Catalyst for Transformation in Banking,” Deloitte Insights,
   March 22, 2017.

12 Edward Hida, “Global Risk Management Survey, 10th Edition,” Deloitte Insights, March 2, 2017.

13 Ibid.

14 Rob Galaski and R. Jesse McWaters, “Beyond Fintech: A Pragmatic Assessment of Disruptive Potential in Financial Services,”
   World Economic Forum and Deloitte, August 2017.

15 Ibid.

16 Ibid.

17 Jim Eckenrode and Val Srinivas, “Disaggregating Fintech: Brighter Shades of Disruption,” Deloitte Center for Financial Services, June 2016.

18 By “automation” we mean machines and tools powered by computing and artificial intelligence that can now do tasks hitherto done by
   people.

19 Chanyaporn Chanjaroen, “Ex-Citi CEO Says 30% of Bank Jobs at Risk from Technology,” Bloomberg, September 23, 2017.

20 Irving Wladawsky-Berger, “As Automation Anxiety Grows, Remember We’ve Been Here Before,” CIO Journal, Wall Street Journal,
   September 1, 2017.

21 Val Srinivas, “The Future of Automation in the Banking Industry: What Can We Learn From ATMs,” Deloitte Quick Look Blog, July 19, 2017.

22   John Hagel, Jeff Schwartz, and Josh Bersin, “Navigating the future of work: Can We Point Business, Workers, and Social Institutions in the
     Same Direction?,” Deloitte Review, Issue 21, July 31, 2017.

23 Josh Bersin, Bill Pelster, Jeff Schwartz and Bernard van der Vyver, “Rewriting the Rules for the Digital Age: 2017 Deloitte Global Human
   Capital Trends,” Deloitte Insights, February 27, 2017.

24 Gerald C. Kane, Doug Palmer, Anh Nguyen Phillips, David Kiron, and Natasha Buckley, “Achieving Digital Maturity: Adapting Your
   Company to a Changing World,” Deloitte Insights, July 13, 2017.

25 DBS, “DBS to Invest SGD20 Million Over Five Years to Transform Employees Into Digital Workforce, in Support of Singapore’s Aim to Be
   Smart Financial Centre,” press release, August 21, 2017.

26 Telis Demos and Christina Rexrode, “Wealthier Depositors Pressure Banks to Pay Up,” Wall Street Journal, October 24, 2017.

27 David Bolton, “61% of People Access Mobile Banking on a Regular Basis,” Applause (blog), February 1, 2017.

28 Val Srinivas, Steve Fromhart, and Urval Goradia, “First Impressions Count: Improving the Account Opening Process for Millennials and
   Digital Banking Customers,” Deloitte Insights, September 6, 2017.

29 Penny Crosman, “When Your Teller Is Also Your Digital Banker,” American Banker, September 21, 2017.

30 Zhuang Qiange and Jiang Xueqing, “Banks Take Bold Step Forward With Face Tech,” China Daily, October 9, 2017.

20
2018 Banking Outlook: Accelerating the transformation

31 Margaret Doyle, Rahul Sharma, Christopher Ross, and Vishwanath Sonnad, “How to Flourish in an Uncertain Future: Open Banking,”
   Deloitte UK, 2017.

32 Antoine Gara, “Wall Street Heavyweight Goldman Sachs Launches Its Consumer Lending Platform Marcus,” Forbes, October 13, 2016.

33 Thomas Hale, “US Banks Eye Europe’s Non-performing Loans,” Financial Times, July 19, 2017.

34 Cindy Li, “China’s Recent Efforts to Deal with Stressed Loans,” Federal Reserve Bank of San Francisco, June 28, 2017.

35 Ryan Tracy, “U.S. Bank Regulators Propose Changes to Capital Rules,” Wall Street Journal, September 27, 2017.

36 “3Q 2017 Middle Market Indicator,” National Center for the Middle Market (press release), accessed on November 16, 2017.

37 JPMorgan Chase & Co. 2017 Investor Day Presentation of the Commercial Banking division, February 28, 2017, https://www.
   jpmorganchase.com/corporate/investor-relations/document/cb_investor_day_2017.pdf.

38 Glenda Korporaal, “NAB Acts on Simplifying Small Business Contracts,” Australian, October 5, 2017.

39 Eric Platt and Nicole Bullock, “US Company Debt Sales Power Ahead as Borrowing Costs Drop,” Financial Times, September 8, 2017.

40 Martin Arnold, “European Banks to Launch Blockchain Trade Finance Platform,” Financial Times, June 26, 2017.

41 Robin Wigglesworth and Joe Rennison, “Goldman Expands Algorithmic Corporate Bond Trading,” Financial Times, August 16, 2017.

42 Martin Arnold and Laura Noonan, “Robots Enter Investment Banks’ Trading Floors,” Financial Times, July 6, 2017.

43 Madison Marriage, “Mifid II Drives US Investment Industry Frantic,” Financial Times, August 6, 2017.

44 “Final Report Part Two: A Call to Action,” Faster Payments Task Force, July 2017.

45 Stacy Cowley, “Cash Faces a New Challenger in Zelle, a Mobile Banking Service,” New York Times, June 12, 2017.

46 Peter Jones, “18 Months on – Impact of the Interchange Fee Regulation on the European Union Cards Market,” European Payments
   Council, June 8, 2017.

47 Ben Steverman, “Credit Card Rewards Are Playing Harder to Get,” Bloomberg, August 4, 2017.

48 “Payment Card Use Sees Double-digit Global Growth in 2016,” Mobile Payments Today, May 19, 2017.

49 Venture Scanner data from January 1 to September 18, 2017.

50 Julia Monti, “Mastercard Welcomes Vocalink as Deal Officially Closes,” Mastercard press release, May 2, 2017.

51 Noor Zainab Hussain, “U.S. Card Firm Vantiv Goes Global with $10 Billion Worldpay Buy,” Reuters, July 5, 2017.

52 “Collision or Collaboration: What’s on Your Payments Radar?” Deloitte, 10th edition, October 2017.

53 Tanya Andreasyan, “UBS Launches SmartWealth Digital Platform in UK,” Banking Technology, March 6, 2017.

54 Gauthier Vincent et al, “The Digital Wealth Manager of the Future,” Deloitte, March 2017.

55 Sophia Imeson, “FCA Annuity Provider Rules to Encourage Consumers to Shop Around,” Pensions Expert, November 28, 2016.

56 Jamie Hopkins, “New Fiduciary Rule for Financial Advisors Moves the Needle, But in Which Direction,” Forbes, June 14, 2017.

57 Richard Henderson, “Wealth Managers Play ‘Robo Advisers’ at Their Own Game,” Financial Times, March 30, 2017.

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